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Aftermarket Spares
4 months ago
Smiths Detection , part of Smiths Group , is a global leader in threat detection and screening technologies for aviation, ports & borders, defense, and urban security. Our expertise is spread across 5 R&D centers, 21 Global Offices and 7 Manufacturing Sites with 3000 Brilliant minds globally contributing for over 40 years at the frontline which enables us to deliver the solutions needed to protect our society from any threat and illegal passage of explosives, prohibited weapons, contraband, toxic chemicals, and narcotics. Every minute of every day, our technology and talented team members help to make the world a safer place -
Job DescriptionThe Global Parts and Consumables Product and Pricing Manager analyses the market and identifies new spares and consumables offerings and leads definition, development, commercialisation, launch and marketing of them across the product portfolio. They use market and internal data to continuously optimise spares and consumables pricing through refinement of market, commercial and delivery approaches, tools and processes. They support the sales and service organisations by driving targeted projects to generate maximum income, increase market share, increase profits, ensure return on investment and improve customer satisfaction / experience, whilst responding and aligning to the Division and Group's overall portfolio strategy.
Duties & ResponsibilitiesResponsibilities:
Input to and deploy the commercial strategy for spare parts, consumables sales in collaboration with region commercial, marketing and services teams. Maintain a comprehensive global picture of the market, revenue, sales performance, margin, cost, discount / concessions, voice of the customer, competitor price points, price elasticity, risks and opportunities and developments in the external market. Develop a recommended pricing strategy to maximise margin, revenue and market share of spares and consumables that also positions upsell of service agreements and upgrade offerings taking into account total cost of ownership. Manage periodic review of price performance for the portfolio including key stakeholders from around the business, using all available data and analytical methodologies, making recommendations to leadership on price changes and implementing decision making. Put in place, measure and report robust performance metrics. Oversee price management activities ensuring price books globally are updated and customer marketing collateral is available to support price changes. Continuously review, identify under-performing categories, areas of the installed base not addressed, develop and implement business cases, roadmaps and strategic plans to address incl. new solutions, cost reduction initiatives, supply improvements and commercial changes, working with applicable functional groups. Define, develop, optimise the broader commercial aspects of the offering including, warranty ,import and export control requirements, contractual terms, route to market channels (including digital), business models and partnerships. Drive global consistency and standardization ensuring each category is optimised through the product lifecycle. Innovate new features, capabilities and offerings to grow the business. Define and coordinate the activities required to bring spare parts and consumable offerings to market including technological, operational, sales and promotional requirements, marketing materials and sales toolkits. Deliver projects to implement tools to enable more efficient and effective management of the spare part portfolio including automation and alternative channels incl. including ecommerce solutions, SAP pricing, electronic data links with key customers/channel partners, spare parts e-pricing tools and price lists. Provide service thinking and input to industry product managers on product development, evolution and retirement across the lifecycle ensuring optimal service business at each stage. Define and provide inputs to short and long term forecasts and budgets, working with Sales, Service, Industry Marketing teams and Finance. Support service supply chain in developing a comprehensive picture of demand. The IndividualSkills and Responsibilities:
Graduate level qualification in business or technology subject. Masters degree preferable. Management of spare part sales and management of a global aftermarket spare parts portfolio including multi-channel, multi-region price management. Development and marketing of complex equipment and service solutions for engineered products in a B2B / B2G setting. Track record of developing market forecasts, owning and delivering against a business plan and business reporting. Proven internal and external customer relationship building at a senior level Confidence in identifying and communicate risks and to escalate where business impact could be material, with remedial actions identified Building/implementing/developing detailed business reporting to a very high standard including evidence of tracking and assessing commercial decisions Product management, product marketing, programme management and project management disciplines Commercial, logistical and operational management of spare parts and understanding of the drivers of global spare parts business performance SAP / ERP systems. IT systems management and implementation, price management software. Change management and business improvement methodologies Commercial contracts review Entrepreneurial, demonstrated record of innovation and delivery of “firsts” for their business and / or market, hands-on to drive business growth (result oriented), including new product or service development and launch. Commercial acumen, international business development, strategy Ability to assess customer and market needs and translate those needs into a winning value propositions and actionable service products / offerings, Analytical, understands data and system limitations. Ability to make effective, timely decisions in a complex, global market by sourcing and analysing critical information. Comfortable with making trade-offs, decisively Leadership and direction to integrated project teams across multiple sites in multiple different countries, working with matrix structures. Ability to take ownership, identify, and remove roadblocks regardless of direct responsibilities. Good communication skills, able to communicate value propositions and engage stakeholders. Second language advantageous.